- Enfinity needed to change its sales focus from large projects to SMEs due to changes in legislation but did not have the resources to do so quickly. - They outsourced to ManpowerGroup Solutions, who recruited and trained a new sales team within 3 months and implemented a CRM system. - This allowed Enfinity to transition to the SME market much faster than doing it internally, with ongoing flexibility and evaluation of objectives.

1. Business case
enfinity
External Sales Force Solutions
Enfinity sales team succeeds in
changing course by outsourcing.
basic Starting points
- Sales focus changed drastically as the result of new legislation
- Enfinity needed experienced account managers who could be up and running quickly
- Flexibility is essential for keeping pace seamlessly with changes in the market
our solution
Total solution for developing and managing the new sales team and setting up a call centre for lead-generation:
recruitment, training, coaching, CRM, follow-up, etc.
results
- Fast start-up and growth of sales activity in the segment for SMEs
- Greater efficiency thanks to professional guidance and the use of tried-and-tested tools (including CRM)
- Continuity and flexibility
- More time for the core business
Sales of large systems were on the or less the obvious way to go. One of our
rise at solar energy specialist Enfinity. dealers was already working successfully
Then drastic changes in the subsidy with them and so we outsourced all of
legislation threw a spanner in the works, our lead-generation work to their Contact
forcing the green energy company to Centre division. Our decision was quickly
start focusing on small and medium- justified. ManpowerGroup Solutions
sized customers. But how do you turn needed barely 3 months to recruit new
“Would we have your sales organisation around and account managers and roll out a solidly
succeeded in concentrate on a different market built approach and guidance process.
switching to the segment? By outsourcing, according If we had done it using our own people
SME market without to Christophe Vanopbroeke, Head of and resources, it wouldn’t have worked
Belgium & France at Enfinity. anywhere near as quickly.”
ManpowerGroup
Solutions? Yes, Urgently wanted: Working more efficiently
but certainly not as sales team for quick start-up with the right tools
quickly and with a “When changes to the legislation meant and support
lot less flexibility.” we had to stop developing large-scale “We made clear arrangements from
projects in Flanders, our account managers the outset. ManpowerGroup Solutions
weren’t immediately ready to make the deployed its account managers to handle
transition to selling small-scale projects on administration and sales coaching,
the SME market. We quickly realised that while Enfinity took care of technical and
we needed to start working with a new operating support. This meant we remained
sales team with a different focus. Opting responsible for producing technical
for ManpowerGroup Solutions was more drawings and making calculations.

2. The sales people were given coaching Solutions’s willingness to listen “Enfinity would
and training, as well as laptop and was crucial if it was to succeed.
smartphone by ManpowerGroup By constantly questioning ourselves,
definitely go for
Solutions. Undoubtedly the tool we gained in flexibility and the outsourcing again
that helped us along the most was productivity of the account managers in the future. It is
Salesforce.com. ManpowerGroup progressed in leaps and bounds.” the ideal solution for
Solutions started by implementing this
CRM application to keep track of our getting a project off
SME accounts. But we were so happy
The ideal solution for the ground quickly.”
with it that we soon adopted the tool
starting a project
for use on our other segments.” “Enfinity would definitely go for
outsourcing again in the future.
It is the ideal solution for getting a
Outsourcing without project off the ground quickly. We
loss of control would have been able to make the
“A new project requires constant
changes ourselves and focus on the
evaluation and adjustment, and
SME market without ManpowerGroup About Enfinity
ManpowerGroup Solutions agreed to
follow our pace. We regularly sat round Solutions, but it would certainly have Enfinity is the Belgian market leader
taken us more time because we didn’t and an international top 10 player
the table to check milestones and re-
have the same tools and guidance in solar energy. The company
align our objectives. Were our targets
systems available. And don’t forget implements projects in Belgium
achievable? How could we do even and other countries for private
better? How much were we willing to that the account managers were on
individuals, companies
outsource and how much control did the ManpowerGroup Solutions payroll
and investors. In addition to its
we want to retain for ourselves? We the whole time. In a rapidly changing head office in Waregem, Enfinity
consulted and communicated in a market such as ours, being able to has offices in Europe, Asia
very open manner, but Enfinity always deploy staff flexibly is really not an and America.
had the final say. ManpowerGroup excessive luxury.” www.enfinity.be
For twenty years ManpowerGroup
Solutions has been a benchmark in
tailored people-based outsourcing
Critical success factors solutions. This fast-growing
- Fast recruitment of an experienced sales team ManpowerGroup subsidiary can take
- Professional guidance of the ‘ambassadors’ on the full or partial management of
- Streamlined collaboration between the contact centre and activities, departments or projects
ManpowerGroup Solutions sales teams that lie outside a business’s core
- Integration of a CRM package for more efficient follow-up and reporting tasks. ManpowerGroup Solutions
- Ongoing evaluation and adjustment enters into an obligation of results
with its clients to streamline the
- Willingness to listen and open communication
service, workforce, and work
- Experience in the area of project management
processes. This undertaking means
more time for the core business,
Additional benefits more continuity, more quality and
- No extra pressure on the payroll: staff are employed by demonstrable cost reductions.
ManpowerGroup Solutions In all more than 600 experts or
- Retention of control through constant consultation ‘ambassadors’ are at work for clients
- Transparent invoicing in a very wide range of sectors.
- Flexibility and job security for the sales staff thanks to ManpowerGroup
Solutions’ various ‘SalesForce’ projects
Business case ManpowerGroup Solutions
Gemeenschappenlaan 110
enfinity 1200 Brussels - Belgium
T +32 (0)2 289 66 80
Focusing on your core business info@manpowergroupsolutions.be
is Humanly Possible. www.manpowergroupsolutions.be